// author archive

Paul Bunn

Paul Bunn has written 5 posts for High Probability Selling
Email the author

Prospecting and the Gatekeeper

By Paul Bunn ⋅ January 16, 2009 ⋅ 4 comments

By Miles Sonkin, High Probability® Selling If you’re calling business to business, and you’re reaching the administrative assistant, chances are that they know all about what the decision maker wants and doesn’t want. The concept of getting past the gatekeeper usually ends badly. This article provides a different approach. Q. When making prospecting calls, the [...]

Why Most Sales Tips Don’t Work

By Paul Bunn ⋅ June 5, 2008 ⋅ 2 comments

By Paul Bunn and Carl Ingalls The Quest for the “One” Many salespeople who contact us are looking for that one all-powerful sales tip or technique that will make them more successful. Finding Buried Treasure Many sales seminars are sold by promising to deliver a “new” tip or trick or a silver bullet technique that [...]

Popular Doesn’t Necessarily Equal Best – or Even Good

By Paul Bunn ⋅ November 12, 2007 ⋅ Post a comment

by Paul Bunn If everyone is thinking alike, somebody isn’t thinking.     – George S. Patton Turnover in the sales profession is extremely high compared to most other professions.  The failure rate for financial services agents and representatives is greater than 90 percent. Look at the world of sales experts, sales trainers and sales consulting firms. [...]

How Successful People Make Decisions

By Paul Bunn ⋅ November 2, 2007 ⋅ 2 comments

by Carl Ingalls and Paul Bunn A colleague here in our office recently shared the following strategy for succeeding in business: “If you want to be successful in business, do business with successful people.” How we communicate with them is a significant element of that strategy. We’ve developed a table comparing sales communication methods that [...]

So You Think You Lost the Sale?

By Paul Bunn ⋅ October 25, 2007 ⋅ Post a comment

Losing a sale is something that we’ve all experienced.  Sometimes it feels like the prospect’s mind seemed to change for no apparent reason, sometimes you had a sense that there was something negative in the mind of your prospect, but you just couldn’t figure it out. Perhaps, worse than the actual event is the discouragement [...]